Partner Account Director

About the role

Own and grow the partner business within your territory, driving net-new and expansion revenue through assigned partners.

Align cross-functional Illumio teams and partner resources to execute effectively and sustain strong relationships.

Build a scalable partner-led sales motion that accelerates partner sales outcomes.

Consistently exceed booking targets across new subscriptions, renewals, support, and professional services.

Recruit, onboard, enable, and manage partners to ensure successful execution of Illumio programs.

Develop and maintain a strong pipeline of partner-sourced and partner-influenced opportunities.

Lead joint business planning with partners, including performance goals, financial targets, and execution milestones.

Provide market and competitive insights to inform channel strategy.

Maintain accurate forecasting, pipeline, and activity reporting in Salesforce (SFDC).

Responsibilities

• Own and grow the partner business within your territory, driving net-new and expansion revenue through assigned partners.
• Align cross-functional Illumio teams and partner resources to execute effectively and sustain strong relationships.
• Build a scalable partner-led sales motion that accelerates partner sales outcomes.
• Consistently exceed booking targets across new subscriptions, renewals, support, and professional services.
• Recruit, onboard, enable, and manage partners to ensure successful execution of Illumio programs.
• Develop and maintain a strong pipeline of partner-sourced and partner-influenced opportunities.
• Lead joint business planning with partners, including performance goals, financial targets, and execution milestones.
• Provide market and competitive insights to inform channel strategy.
• Maintain accurate forecasting, pipeline, and activity reporting in Salesforce (SFDC).

Requirements

Proven success in partner sales within a technology manufacturer or vendor environment.

10+ years of experience in partner, channel, or alliance management.

Strong understanding of partner-led deal structures, deal flow, and business planning.

Ability to enable, influence, and hold partners accountable to measurable outcomes.

Experience working effectively in a matrixed, high-growth organization.

Excellent communication, presentation, and relationship-building skills.

Deep familiarity with reseller, systems integrator, and consulting partner ecosystems.

Willingness to travel as required.

Qualifications

Education: Bachelor's degree preferred.

Experience: 10+ years of experience in partner, channel, or alliance management.

Technical Skills: Strong understanding of partner-led deal structures, deal flow, and business planning.

Soft Skills: Excellent communication, presentation, and relationship-building skills.

Industry Knowledge: Deep familiarity with reseller, systems integrator, and consulting partner ecosystems.

Skills

• Proven success in partner sales within a technology manufacturer or vendor environment.
• Experience working effectively in a matrixed, high-growth organization.
• Excellent communication, presentation, and relationship-building skills.
• Deep familiarity with reseller, systems integrator, and consulting partner ecosystems.

Benefits

Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running.

Pay

Competitive compensation package based on experience and qualifications.

Schedule

Full-time position with flexible work arrangements.

Benefits

Health insurance, retirement plans, paid time off, and other benefits offered by Illumio.

Contact

To apply, please visit our careers page at [Insert URL]. Illumio is an equal opportunity employer and does not discriminate against applicants on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other legally protected status.